An objection is an expression by a buyer that a barrier exists prior to purchase which normally involves price, trust, service, a lack of information or an unmet need remaining unfulfilled.
Tag: Handling objections
Sales Psychology – 10 Triggers To Become Highly Influential (Part 2)
Handle Objections, Credibility and Social Proof. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
“I don’t have budget” – what to do next
You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.
Questions To Qualify A Prospect
A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.
Is Pre-empting An Objection, Genius Or Insanity?
Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.
I don’t want to be in sales!
It seems that a great swathe of small business owners also dislike the idea of being in sales. “I’m the CEO, I’m not in sales.”
Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions
You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.
4 Actions To Implement When Selling Becomes A Painful Process.
The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.
Meet The ‘A Listers’ Ruining Their Careers
Systems and processes, analytics, technology and automation are all key components of sales success, but behind all of those tools someone needs to drive them.
9 Enormous Mistakes Salespeople Make and Their Causes
Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
What single attribute determines sales success?
There is one attribute that a highly successful sales person possesses that differentiates them from all of their competition and allows them to exponentially achieve higher results, and more sustainable results.
